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How to Find and Win New Business - Opening Doors and Converting Opportunities

By: Tom Associates Training  

Lagos State, Nigeria

04 - 06 Jul, 2022  3 days

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NGN 155,000

Venue: 5/7 Alade Lawal Street, Off Ikorodu Road, Anthony Village, Lagos.

Other Dates

Venue Date Fee  
5/7 Alade Lawal Street, Off Ikorodu Road, Anthony Village, Lagos., Lagos State, Nigeria 26 - 28 Sep, 2022 NGN155000

Focus of the Course

  • How to plan prospecting for new customers
  • How to position the organization and products appropriately to attract the right desires and patronage of prospects
  • How to do the prospecting itself
  • How to develop useful leads
  • How to develop relationship management capabilities.

Course Contents

Day One

Types of Prospects

  • Successful Prospect
  • Prospect with Problem
  • Complacent or Satisfied Prospect
  • Negative or Difficult Prospect
  • Attributes of Excellent Prospects.

Planning the Prospecting for New Business

  • Develop the right objectives
  • Identify prospects’ real interests
  • Prioritise the prospects
  • Develop marketing plan.

Working on New Leads

  • Sources of new prospects
  • Generate useful leads
  • Find and nurture key contacts
  • Manage the new relationship effectively.

Day Two

Business Positioning

  • Sell functional benefits
  • Sell emotional benefits
  • The R3 winner’s formula.

Prospecting

  • How to open doors
  • How to recognise and convert opportunities
  • Analyse your product
  • Analyse your market
  • Develop the right objectives
  • The conventional tricks: mails, referrals, etc.
  • More business from known clients.

Prospecting Strategy

  • Who exactly is my probable customer?
  • Where is my prospect?
  • Why may my probable customer buy – Buying Influences?
  • Who constitutes the buying centre?
  • When does my customer buy?
  • Who is my Competitor?
  • Who are my non-probable customers?

Day Three

Opening the First Call

  • Show gratitude
  • Identify a problem
  • Build expectancy.

Make Your Case

  • Tips on winning presentations
  • Help your customer/client.

Targeting Large Accounts

  • Caution on large new accounts prospecting
  • Critical success factors in managing large accounts.

Note: Available as Classroom Training as Well as Online Training

5/7 Alade Lawal Street, Off Ikorodu Road, Anthony Village, Lagos. Jul 04 - 06 Jul, 2022
5/7 Alade Lawal Street, Off Ikorodu Road, Anthony Village, Lagos., Lagos State, Nigeria 26 - 28 Sep, 2022

Registration: 09:00:am - 03:30:am

NGN 155,000.00(VAT Inclusive)
(Convert Currency)

MR ABIODUN TOKI 08033019120

Discount of 5% to 3-4 participants from same organization. Discount of 10% to 5 or more participants from same organization.

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